Negotiation - whether hammering out a great job offer, setling a dispute with a client, drafting a contract, or making trade - offs between business units - is both a necessary and challenging aspect of business life. In the business world, confident negotiators are always in high demand. Bringing a difficult negotiation to a successful conclusion can be one of the most exhilarating - and valuable - aspects of business today. Packed with practical advice and handy tools, Negotiation will help any manager sharpen skills and yield a sizable payoff. Contents include :

* preparing the necessary information before a negotiation

* managing multiparty negotiations

* assessing the position of the opposing side

* determining your sources of power and authority in a negotiation